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Appointments
Make Appointments That Actually Stick
In addition to planning time in advance for your appointments, there are a few key actions that will help ensure they actually happen—and move the sale forward.
Use homework to keep the client tethered to you and engaged in the process. Whatever their reason is for not buying today, make that their homework. Rather than letting an objection stop the process, use it to move the process forward. Clients are often surprised by this approach, and it keeps them involved between now and the next inte…
The Right Outcome Isn’t Always the Sale
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The intention of every sales interaction is the sale—but that is not always the outcome of every interaction.
During the conversation, the buyer may realize there is more to know or more to do before purchasing. And often, they didn’t know that before the meeting began. This is especially true in custom or consultative sales. That’s where structure matters.
As sales associates, it’s critical to understand where the buyer is in their process—and when they are actually able to…
When You Should Be Setting Appointments
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This is the second in the series on making appointments. Each installment includes actions for both sales associates and sales managers.
One of the many advantages of making appointments is that you can decide when they happen. Rather than keeping your calendar open, begin to plan your schedule around the appointments you intend to set.
Appointments are best made during lower showroom traffic times—and at times that are naturally conducive to meeting:early morning, lunch time, and the end o…
The Foundation of a Strong Sales Pipeline
This month, we’re focusing on The Art and Discipline of Making Appointments.
Appointments are the engine of a strong sales pipeline. Without them, momentum stalls.
Appointments can happen on the phone, virtually, in person (in the showroom), or on site (a house call, site visit, or their office). They are not a range of time (between 9–noon), but a clearly defined, agreed-upon time.
Appointments are one of three tools in the sales toolbox that increase both close ratio and average sale. They …
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